Terra Firma is a specialist solutions provider to the civil and infrastructure sector, known for high-performance FRP pit lids and outdoor access structures. They are now seeking an experienced, field-focused Business Development Manager - Local Government to protect, grow, and expand relationships across Victorian councils and their delivery ecosystem.
This is a true relationship-led growth role, suited to someone who thrives on early engagement, technical-commercial conversations, and building trusted partnerships that convert into sustained revenue.
About the Role
Reporting to the National Sales & Business Development Manager, you will own Terra Firma's Local Government portfolio across metro and regional Victoria, engaging directly with:
* Local Government Authorities (LGAs)
* NHD major contractors
* Civil and roads contractors
Your focus will be on specification influence, preferred supplier positioning, and long-term account expansion, supported by a strong internal research and operations team.
This is a field-based role, with regular site visits and in-person engagement central to success.
Key Responsibilities
* Build trusted relationships with project engineers, asset managers, capital works and procurement teams
* Engage early to influence specifications and solution selection
* Drive adoption of Terra Firma FRP pit lids and outdoor access structures
* Convert relationships into a structured, qualified sales pipeline
* Manage opportunities through the sales process with disciplined CRM usage
* Coordinate closely with internal teams to ensure clean handover and execution
* Provide accurate forecasting, activity reporting, and pipeline visibility
About You
You're a commercially sharp, relationship-driven BDM who enjoys being in the field and playing the long game.
You'll Bring
* Proven experience in Business Development or Account Management
* Strong face-to-face relationship building capability
* High emotional intelligence and professional presence
* Experience working within a structured sales process (MEDDPICC or Miller Heiman preferred)
* Excellent organisation and communication skills
Highly Regarded
* Experience selling into Local Government
* Exposure to infrastructure, civil, utilities, or roads
* Background in specification-led or technically influenced sales
Why Join Terra Firma?
* Established product solutions with strong market credibility
* Long-term account ownership - not transactional sales
* Clear growth mandate with national support
* Field autonomy backed by structure, process, and purpose
* Opportunity to build a meaningful footprint across Local Government
Apply Now
If you're a disciplined, relationship-first BDM who enjoys influencing early, protecting key accounts, and building sustainable growth, we'd love to hear from you.
Desired Skills and Experience
* Proven BDM/account management experience
* Strong face-to-face relationship skills
* Specification-led sales exposure
* CRM discipline
* Local government or civil/infrastructure experience highly regarded
At Horner we recognise the value of a diverse workforce and the creation of inclusive workforce cultures. We actively encourage applications from any background.
We provide reasonable adjustments for individuals with disability – please email adjustments@horner.com.au if you require an adjustment to be made during the recruitment process. Please note that applications or resumes sent to this email address will not be accepted or responded to.
#J-18808-Ljbffr